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‘SPOTLIGHT
JULY2006 AMERICAN INCOME LIFE & NATIONAL INCOME LIFE VOL39 NO7
W Announcing Andy Stern, SEIU; e es
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Ш New Office Openings ^
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A Monthly Publication with News, Ideas, and Ier fr Amer come Urea National Income Life Producers.
Perspective
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Adapting То & Surviving Change
Before 1 get into my comment this month, I think now is a good
time to express my thanks for all you do for American Income
and National Income. I really wanted to take this opportunity
to let you know I admire your dedication, commitment, and
perseverance in all that you do — we are a success because you
are à success
The past several years T have made reference to many topics
— from family anecdotes to art and culture; I have incorporated
all of them їп onc way, shape, or form into my speeches and ту
monthly magazine comments.
Having said that, 1 watched a movie recently that reminded me
of our field force, The name of the movie is Bight Below. ‘The
movie takes place in Antarctica, the coldest continent on Earth
reaching almost 50 below in the dead of winter. This frigid land
is only bearable for visitors, mostly scientists, in the summer
months, This is where the movie starts, Te is late January, early.
February, and summer in the Southern Hemisphere is coming
to а close, ‘The setting is the American substation in Antarctica.
"The team stationed there is facing a fast approaching storm
— carly, but it's the first one of the winter — and the team is
window of opportunity for
me to properly close the
station and forcing them to leave eight working sled dogs behind.
‘This is where the story evolves as one man struggles with leaving
his team — his dogs — behind. Finally after an intense struggle
and much persuasion, he is able to return to the substation
175 days later. To this maris surprise — he was prepared for
the worst — he finds six of his eight dogs have survived with
very limited resources in the rugged, non-hospitable Antarctic
environment,
I believe this story correlates to our field force for two reasons.
First, this is a great story of survival, beating the odds to make
it in a hostile and inhospitable environment. ‘Though we do not
work in such an environment, there are times when it seems we
have very limited resources — especially time — with which,
to do what we need. Given this, it is amazing that together we
have beat the odds and made American Income and National
Income the Company we want it to be — and we continue to do.
this every day. We all face challenges and obstacles, and our field
force above all has managed that with ease and grace making.
your individual and collective success your own.
The second reason is that there seems to be a strong correlation
with the main character. He took what was most important
to him and put it above all else. He took a risk to get back to
his team. That same tenacity and drive which shows through
this character can be applied to our field force. In the end, I
know you have combined heart and passion with dedication, by
knowing what you want and then going out and getting itt
Surviving is really all about adaptation, We all must adapt
and move forward to beat the odds. 1 speak of adaptation and
survival because, though not directly related, we all survive,
incorporate, and adapt on a daily basis. Given that, this
month we are introducing our new 2001 CSO changes and
explaining what these changes mean to you as a Producer. Here
at American Income and National Income, we are extremely
fortunate to have tried-and-true systems of success. However, we
definitely pride ourselves on continuously improving — adapting
and incorporating new tools — and these new CSO changes are
yet another improvement which is sure to augment your success.
To find out more about these changes, turn to Page 12 and 13.
In closing — whatever powerful, motivational correlation one
uses — our field force is the greatest sales force and I feel
the best this Company has ever had. You are all, individually
and collectively, an example to our industry of how heart plus
dedication equals success.
"Think big!
2 Spotlight july 2006 Think Big!
Dates to Remember
‘Tuesday, Aug. 29, 2006
‘All business and PR credits must be at
the Home Office to count for August
production.
Total Bonuses Paid Out
‘This month AIL and NILICO paid a total
of $1,019,667.55 in bonuses. For more
information on the monthly bonuses, tum to
Page 16.
Required Retention Rate
Effective Jan. 1, 2006, to be eligible for
bonuses and featured in Spotlight, Producers
must meet the required Retention or the
um Net to Gross. Net to Gross varies
based on bonus guidelines. The rates listed
below are for Spotlight recognition only, Net
to Gross is used only during the Producer's
first eight months.
Retention: 68%
Net to Gross: 78%
Look for the Asterisk
The asterisks, shown throughout the magazine,
indicate that place will be a year-to-date award
winner, The Producers, who will be recognized
at the 2007 Awards Presentation, are: the top
SGA from each category, the top two PR
Managers, the top two PR Representatives
from each category, the top RGA, the top five
MGAs, the top five GAs, the top SA, and the
top ten Individual Producers. Yo
the 2007 Convent
I{ there is an asterisk by your position, you could be
on your «аму to The Fairmont Scottsdale Princess!
The convention seill бе held May 17-20, 2007
Get Your Materials Reviewed
Our Company policy requires all materials
your Agency may be using, if not provided
by AIL or NILICO, to be forwarded to our
office for review. АЙ lead letters must be
approved prior to mailing.
In addition to lead letters, any forms used,
presentations, phone scripts, or letters sent
to a policyholder regarding AIL or NILICO
should be sent to Home Office for review.
Once we complete the review, we will send
you approval confirmation.
News Page
"Code of Ethics" Addition
А “code of ethics” document has been part of the
Canadian set-up kit for some time. Tt basically describes
ethical practices — things the Agent should and should
not do when selling insurance.
Some states are now implementing requirements that this
type of document be provided to Agents. This document
also serves to remind Agents that business absolutely
must be conducted in an ethical manner, Therefore, a
“code of ethics” document has been added to the set-up
kit for all U.S. Agents.
‘Transmitting Business to Home Office
Ie is important to use a transmittal sheet and complete
all of the requested information such as Agent name,
Agent number, SGA name, and state when sending new
business to the Home Office.
* New Agents should use а ТВА transmittal sheet in
order to get the information to Agency quickly for
processing. A TBA sheet should also be used when
an Agent contract is attached.
* End of Month or End of Quarter business should be
listed on an End of Month Transmittal.
ist all applications on the transmittal, each on a
separate line:
* Combo applications list every sale on a separate
< Life, accident, hospital, and cancer should
each be on their own line
* When you have a rider addition, check the “add-on
conversion” box on the transmittal and make sure
to write "Add On” or “Conversion” on the top of
the application.
* Ifyou have an ALT-XPL, write *ALT/XPL? beside
the name on the transmittal and at the top of the
application, Also, put an “X"in the last column of
the transmittal to indicate "ALT-XPL."
* Mf you have an ALT-DCL write "ALT-DCL"
beside the name on the transmittal and on the top
of the application. Pat aD" in the last column to
indicate “ALT-DCL.”
Ifyou have а controlled business application, write
“Controlled Business" at the top of the application
and put a "C"in the last column of the transmittal
to indicate controlled busi
* Use every line on the transmittal. Do not skip lines
between the applicant's names.
* Use one staple to hold a family’s business together.
Everything required for the applications such as
‘questionnaires, CWA checks, and voided checks can
Бе held with just one staple. Please do not staple the
voided check to the back of the application.
For more detailed instructions, please refer to the Agency
Resource Center.
jess,
Spotlight July 2006 а Think Big!
a leader in the union
insurance market, and
are totally committed to
meeting the needs of union
members through personal.
‘one-on-one service and
complete Home Office
customer support. You сап
count on AIL to do what it
says it will do.
Spotlight
Published monthly by
American Income Life
Insurance Company for
the dissemination
of information to
its Producers. Prior
permission must be
obtained from American
Income for reproduction
or other use of
material herein.
Home Office
254-761-6400
Web sites
зака. сот
wwwanilife.com
Marketing
Creative Director
of Marke
Brenda Day
ay@ailifecom
Marketing Assistant
Danielle Yannaz
dyannazzoðailifecom
Graphic Artist
Sam Yarbrough
syorhronghuilf com.
16.2006 by American Income Life
Татем Company
aan
Е Promotions
Promoted to 52.5 Percent Supervising Agent
Bhupinder Atwal Ramey Elabu George Lahamedjian. Lori Simpson.
Amber Baxter ‘Timothy Ericson Myhailo Marchuk Joseph Storer
Mohammed Bencherit Jeffrey Gidlund Adriann Morales Daniel Strader
Robert Bingham Theodore Greer Otis Newell Jonathan Stuffer
Laura Bounnhaseng Aaron Harris Todd O'Neill Heather Tanner
Richard Carter David Healy Ha Pham Christina Turner
Edward Chaney Matthew Houston Greg Prasker Barry Wells
Joanna Chinguist Grant Johnson ‘Noel Roman Meredith West
Benjamin Eggen Sandy Johnson Grant Sharp Richard Zuvich
Promoted to 55 Percent Supervising Agent
Naveen Eapen Sara Geiger
Mark Corkrean Myrissa Howell-Botts
Promoted to 57.5 Percent General Agent
Merridy DeVorce Duane King
Aunjel Faucheux Jerald Muhammad
John Curtis Jones Wesley Norris
Promoted to 60 Percent General Agent
London Burnett Mireille Jaillet
Promoted to Master General Agent E
Melissa Mahmoud Susan Schreiber
Jared Mlinarich. Claudia Steiner-Fricker
David Orrico “Marie-Claude Turgeon
Carl Rudd Jennifer Wehrle
Dean Schmite
Michael Pope Lisa Roemer
Edward Смак Kristie Druffel William Haefs beth Lopez Alan Silverman
Corey Carbon. Lorraine Flakes ‘Torrence Henry William Myate ‘Tibor Simon
John DeRosier Richard Flores Jennifer Ingimundson Вену Ross
Steven Dichiaro ‘Timothy Gray Natalie Linker Micah Rounds
Promoted to Regional General Agent
Micah Cohen Robert Hamilton
Denise Gilbert Judy Hinz
Promoted to State General Agent
Mathew Hart
Harjeet Rana
4 Spotlight July 2006 Think Big!
AMS
Reaching for the Stars!
T “Our Agen isa team, Everyone has
cien something different to йе, and try ту
Promoted May 2006 1005710 be a team player. now my SGA,
my mentors, and everyone else wil be there
for me, so Imate it a point to be there when they need me to be. That
support system led me to where Iam now”
“Towe my success to the fantastic leadership!
Errore ire anny in dhina
Promoted May 206 ате Sidney Hodgstis, Roger Fung, and
ту other mentors have been the inspiration
and support I needed to realy get ahead. Hove faith in your leaders and
ther odrice”
Each month, more people are rising through the ranks and becoming MGAs. They are learning no matter how high
they reach, AMS can help them get there. The MGAs who spoke with us this month had great things to say about how
other aspiring Agents can team their good work habits with the AMS system to reach the stars — the sky is the limit!
“Perseverance, discipline, and a great atitude
EAL are the addtional tools you ned to be a
Promoted pay 200” intel Set tana go and
wok until you meet them, and do not forget
the details, f you constantly and consistently do the Пи things on a
dol basis, success is guaranteed!"
“Be wiling to adapt to al stations — both
"i riers physical and mental You have tobe
Promoted May zog Prepared to adapt in tefl but you should
‘aso incorporate the odve and experience of
your mentors and flow Agents, Learn from them, ond believe in what
бушу?
"Laannat stress enough the importance of
Porte yale checking referrals, believe that referrals ore
Promoted Мау 2006 e key to this business, ond anyone who
wishes to succeed with АИ should recognize
their vale. Combine this awareness with working топ and ite
confidence, and you wil be set”
"The best advice can give is to become a
menhang Ageng. Prio Produer and foni poston
omaia own You wilt ea valuable eer
andate wil begin to beleven you, Tis
wog when you do choose to become an MGA, you wil have ahd
foundation for success.”
Ruins оконное анта ГОА Gai eae gee,
" be afraid of new experiences. You will be
ect naam ee
comfortable with those different thon yourself,
‘Make а 100 percent commitment to your work as you will not be very
successful if you only employ half measures.”
Many times, people think вуки
Te Dava Cohen IY nen needed to bea success and they
miss outon avery important tp or fesson,
Aow otters to coach you, and isten to your Manager advice — they
олу have your best merest in mind”
"When | storted here, Roger Smith gave the
QU best advice — bum ail of your bridges. Leave
Promoted June 2006 ourself an sland for your career. Working
‘with AIL is one of the best decisions you can
moke, but you do not want to leave yourself оп out" where you aways
wonder if you made the right choice. It will only hold you back”
“The AMS system we hove js awesome. You
рений
Promoted june 2006 290 feel comfortable with, rather than trying
tot a set schedule the Company regulates
or hoping someone higher than you leaves so you can take their spot. It
ows you to grow at the rate you want”
AbnShemon A good mentor can make althe diference.
The lames ip Agency Tig pou a of the information and
Promoted June 2006 *0Wedge they learned over their years, and
you need to take itto heart. When Jimmy lip
trained me, he insisted I be a blank slate and ready for everything he hod
toteachme”
Spotlight July 2006
“With American Income, the possibilties ore
Kristie Druffel
‘The Tom Wiliams Agency “es, provided you are prepared to work
Promoted June 2006 art Hang in there for the fist ity days,
as those are usual the mos Ио, Afer
that time, things become easier. Its worth alt ofthe wort, and you can
continue on knowing you are a cut above the rest”
"Meet AL is foll ofamazing
RUM GU opportunities, ond this is proven tobe tue
Е ery day. Retain a postive atitude; ond
‘rever lose sight of your goals and dreams.
And remember — even when you havea bad day, here is nothing that
anther appoinment comot fx”
Congratulations!
m Thiok Big! 5
Individual Producers
Kansas Ci
Concord, СА
Concord, СА
Ridgeland, MS
Kailua, HT
Winnipeg, МВ
Omaha, NE
Altamonte Spr, FL
Spotlight July 2006 Ш Think Big!
June Production
Individual Producers
All Time
rd to B.
Month: $62,536 Net ALP Zacha
$28,810 David Garrett
2 22,986 82.4 | Tara Soderman Rick Altig
3. 22,788 75.2 Jatoft-Foti
4. 21,654 879 Rick Altig
5. Jessica Robinson. 20,658. 89 Jatoft-Foti
6. Carla Miller 20,081 78 | Carla Miller John Akers
7. Maijargal Sukhbaatar 19,981 741 | Marjargal Sukhbaatar Gleb Ostrovsky
8. Joseph Moore 19,315 799 |Matt Henderson. "Tom Williams.
9. Timothy Cruise. 19311 82.6 Bob Olson
10. Farhod Shamsiyev 18,862 | 86 Stefan Johannsson Altig-Hay
11. [ах Quasem. 18,391 85.5 Earnest Loveless David Cohen
12. Jose Lopes 18328 | 100 Melanie Cohen David Zophin
13. Choo Yaj 17,278 100 С! Foti Jatoft-Poti
14. Patrick Parisi 17,195 81.5 | Denice Davidson Chris La Fond.
15. Kevin Haines. 17,110 84.9 | Kevin Haines Imran Satti
16. y 16,630 88 Samuel Cohen Fred Hadayia
17. William Chang 15888 | 91 Mathew MacCannell Rick Altig
18. iwin Menzies 15,847 772 | Bill Hayer Rick Altig
19. Jalel Bouziri 15,525 | 94 Kouame Yoboue Altig-Lyse
20. Jesse Wise 15,013 728 |Matthew Hogan Durhon Oldham
^ Percentage of Net to Grows
YTD Production
* d. Мах Quasem $124,377 David Cohen
* 2. Carla Miller 113,727 78 | Carla Miller. John Akers
* 3. Timothy Cruise 102,414 82.6 Bob Olson
* 4. Steven Stensrud 93,102 923 | John McGrath Rick Altig
* 5. Jesse Wise 89,248 728 | Matthew Hogan Durhon Oldham
* 6. Sebastian Kazek 88,452 734 | Kristie Druffel ‘Tom Williams
* T. Garret Kun 85556 | 89 Samuel Cohen Fred Hadayia
* & Tara Soderman 81,055 82.4 | Tara Soderman Rick Altig
* 9. Rudi Camenzind 79,286 90.4 | Earnest Loveless David Cohen
* 10. Robert Rowe 77,598 74.4 | Lawrence Hauck Steve Friedlander
11. Arthur Westergren 76,982 80 | Elaina Bosco Тот Williams
12. Joseph Moore. 76,180 799 | Ман Henderson Тот Williams
13. Scott Remmey 74,887 779 Eric Giglione
Ed Olfert 73,278 879 | Eric Labossiere Rick Altig
. Ruben Soberanes 71,989 752 | Doreen Ryan-Foti Jatofi-Foti
16. Simon Arias 717% | 78 Nicholas Zangardi Surace-Smith
17. Yevgeniy Kashkin 71,464 833 | Maijargal Sukhbaatar Gleb Ostrovsky
18. Robert Ulreich 71,375 847 | Roger Johnson. Jatofe-Foti
19. Alex Bluhm 70,287 74.6 | Roger Johnson Jatoft-Foti
20._Jinzhou Zhao 69,066 91.8 | Ryan Stenglein Rick Alti
Spotlight July 2006 WI Think Big!
4 Percentage of Net to Gross
Agent Anniversaries
Happy Anniversary!
Thanks for all you do. Congratulations!
29 Years of Service
David Cohen
21 Years of Service
Lou Nell Busby
16 Years of Service
Tim Schroeder
15 Years of Service
Herman Libman
13 Years
Catherine Briggle
David Jackson
Dennis Muth
12 Years of Service
Timothy Crui
of Service
11 Years of Service
John DeRosier
10 Years of Service
James Bliefnick
Charles Hill
9 Years of Service
Slav Bitman.
Years of Service
Barbara Leader
6 Years of Service
Richard Cerra
6 Years of Service Cont.
Jason Dickson
Roland Fletcher
Innocent Okeke
Byron Washington
5 Years of Service
Melanie Cohen
Corey Friesen
Denise Gilbert
Peter Highberg
Mare Rosen
Christopher Stephens
LaTonya Tucker
4 Years of Servi
Jeffrey Ahrens
Susanne Munro
Scott Mellgren
AJ O'Connor
Stuart Paolino
Lori Yeilding
3 Years of Service
David Ackerman
Abdelhadi Badreddine
Diane Carrion
Avrom Gossack
Danielle Holmes
Bertrand Lelievre
Joseph Moore
‘Alan Nakamatsu
Daniel Pavek
Max Quasem
Deborah Stewart
3 Years of Service Cont.
Donald Strynadka
Sidney Trahan
Lawrence Turk
Rodney Ward
2 Years of Service
Rog Beaudro
Charles Bergenstein
Derek Birch
David Boshard
Denice Davidson
Jeff Debiak
"Tony DeRico
Ricardo Ferreira
Robert Gerdes
Heather Hewitt
Norman Lew
Jodi MacPherson
"Tony Motley
Gerardo Pino
John Sill
Nathan Snider
Beth Snow
Thomas VanOsdol
Nicholas Zangardi
1 Year of Service
Diego Arangopuerta
Roger Beals
Marcandre Boudreau
Constance Branch
Leighton Bromfield
Carole Buchner
Stephen DeMarie
Spotlight шу 2006 Ш Think Big!
1 Year of Service Cont.
Robert Dixon
Terrence Еау
Richard Flores
Adam Fogelman
Valerie Franklin
Janice Howard
Raymond Lavrenz
Michael Mandella
Edwin Menzies
Eric Miller
David Montgomery
‘Travis Moody
Keith Moore
Kelvin Muggeridge
Anthony Mutter
William Myatt
Michael Naccarato
Patricia Newell
Uriah Ortiz
Susan Remington.
Timothy Rooney
Karen Rosenberg
Todd Sahm
Colton Salinger
Claudia Steiner-Fricker
Brian St.Louis
David Tubbin
Antrell Tyson
Jesse Wise
Corey Woodson
Antoinette Yellock
Alfred Young
Lili Zhao
Labor Advisory Board
American Income &
Мапопа1 Income Proudly Present
A New Labor Advisory Board Member
Andy Stern, President of SEIU, has been unanimously elected
to the Labor Advisory Board.
Service Employees International Union (SEIU) has become the
largest health care union, including hospitals, nursing homes,
and home care; the largest property services union, including
building cleaning and security; and the second largest public
employee union.
Andy Stern began his union career in 1973 as a state social
service worker and nd-file member of SEIU Local 668.
He became the first elected full-time president of the local
when he was 27, and two years later in 1980 was named to
the union's International Executive Board. In 1984, he began
overseeing the organizing and field services programs, and in
1996 was clected SEIU's International President.
Andy is determined to build a truly global union designed
to meet modern challenges and help ensure workers, not just.
CEOs, benefit from today’s global economy. His philosophy
has led SEIU to abandon the traditional local and regional
approach to organizing in favor of а 21st century, industry-
=...
based global model that works with unions in other countries.
that share common employers. He envisions partnerships
between multinational companies and labor to raise wages and
standards for workers, while helping businesses become more
competitive in America and internationally.
An aggressive advocate for a health care system that helps
USS. companies compete worldwide while providing quality,
affordable coverage to every American, Andy Stern has also
invited business leaders to partner with SEJU in the national
political arena to establish a more efficient, cost-effective
model to replace our ailing employer-based structure, His
commitment to the issue also led Stern to create SEJU?
Americans for Health Care project, a grassroots network to
make health care a top political priority in key states across
the country.
We welcome Mr. Stern to the Labor Advisory Board and are
looking forward to a long and prosperous partnership for many
years to come.
Congratulations!
Spotlight July 2006 Wi. Think Big! 9°
_ General Agents
Supervising Agents
Plymouth Mtg., PA
1. Christopher Kurz
Kansas City, MO.
3, Rachel Buser
Plymouth Mtg, РА Harrisburg, PA
All Time Record to Beat
Month: $111,262 Net ALP Bric Neal
Agent
$40,075 5 | Samuel Cohen | Fred Hadayin
38,847 Matthew Hogan — | Durhon Oldham
38,116. David Garrett Geneser-Geneser
30875 jolas Zangardi | Surace-Smith
28,080 Curt Snow Jatoft-Foti
23,456 Joshua Goodman — [Bill Jenni
June Production Month: $45,409 Ist Yr.
Net ALP
NG Rtn MGA
1. Christopher Kurz $35,040 538,184 Geneser-Geneser.
2. Sara Geiger 24,887 28711 Samuel Cohen Fred Hadayia 20,407 Wayne Hendricks | Joe Manone
3. Rachel Buser 23953 | 29373 Matthew Hogan — | Durhon Oldham ч 20,080 Joseph Diecedue | Surace-Smith
4. "Todd Sahm 19,186 20,421 Dorian Oldham Durhon Oldham . Travis Moody 18,544 Nicholas Zangardi | Surace-Smith
5. Рама Guzman 19028 25749 Scott Rehberg Surace-Smith Robert Gerdes 18440 20 |RebecaKlebsch | Joe Manone
— All Time Record to Beat
ГЕ RESCH В Y D Production YTD: $489,120 Ist Yr. Eric Neal YTD: $864,620 Net ALP
All Time Record to Beat
YTD Production YTD: $266,978 1st Y Mary Ann Gaclic | | YTD: $4395 Net ALP Mary Am бабе
Agent
$188,681 $220,160 Nicholas Zangardi
154,186 201,781 E Joseph Goodman.
T' Year
NetALP NG Rtn MGA SGA
Agent
N.ame
1. Christopher Kurz $65,095 | $93,242 David Garrett Geneser-Geneser 131,999 | 175,266 David Garrett Geneser-Geneser
2. David Guzman 59949 | 111,481 Scott Rehberg Surace-Smith 125,777 | 159554 Matthew Hogan | Durhon Oldham
3. Michael Broker 56924 | 101246 Jim Bianchi : 123861 | 172,580 muel Cohen Fred Hadayia
4. Keith Moore 56,626 96,874 Noe Gonzales Jatoft-Foti . MaryAnnGadic | 111,809 | 237254 Lawrence Hauck — | Steve Friedlander |
5. Rachel Buscr 55353 | 117399 Matthew Hogan — | Durhon Oldham . Steven Engrav 107184 | 177,420 Wayne Hendricks | Joe Manone |
James Nelligan 105320 | 147,391 David Ackerman | Eric Giglione.
. lan Gingold 93,63 | 120,520 Daniel Phares Marc Morton
10. Patricia Lee 87,635 | 114063 Eddie Dhillon Paul Rumbue
Supervising Agent selection guidelines fr recognition in the Spllgh are as follows: Mus have ane First Year Agent coded and meet al production reguirement
General Agent selection guidelines for recognition in the Spotlight are as follows: Mast have о Bvt Year Agent coded and meet all production vequirements
10 Spotlight иу 2006 Wi Think Big! Spotlight July 2006 Ш Think ig! п
Guaranteed
for the new mortality tables. These adjustments will allow fo etitive rates for non-smokers. "These changes have m А
andard mortality tables used to compute policy reserves, cash v id other factors change. These changes require Insurability Option
to readjust these factors in accordance with the change in the mortality table, and thus, requires the company to refile life products with state departments of
insurance. This refiling process allows the departr ce to review the adjustments and approve the changes made. In addition to the 2001 CSO changes,
we are also pleased to announce the
What changes have been made? * increase of the Guaranteed Insurability.
Option Rider from $15,000 to $25,000,
‘This rider has no death benefit itself,
but guarantees the insured the right
to buy additional whole life insurance
Product Changes | pue Dd
Smoker/Non-smokerrates * Sex distinct * Actual age rather than age near medical history questions required
when the options are
up to $25,000 each option date, "The
New Bands | И,
| 34, 37, and 40, These dates can be
WLR $5.00 to $9.99 WLP $10.00 to $14.99 * WLE $15.00 and up advanced at first marriage and birth
or legal adoption of a child. The rider
can only be attached to whole life
insurance policies, With six option
dates, the increase of permanent
coverage could be up to $150,000
without evidence of insurability. The
cost of the rider will be issue ages 0 to
17 at $1.67 per month, and 18 to 37 at
$3.34 per month. This is an excellent
rider to add to all juvenile sales as it
allows the insured the opportunity to
increase their coverage in later ye
on the option dates without evidence
of insurability. Contact your SGA
if yon have any additional questions
for Working Families At. E o
>.
se state filings and programming changes are in the process of being updated. When they are available in your state or province jour SGA will Be бы, вп гово е Яна
жй be Шеш. Р е.
С)
Rochester, NY
. Samuel Cohen
. Joshua Goodman
. Jim Bianchi
. Matthew Hogan
. Wayne Hendricks
6. Cheryl Foti
7. AJ O'Connor
8. John McGrath
9. Joseph Diecedue
10. David Garrett.
Master General Agents
Plymouth Mig, PA
All Time Record to Beat
Month: $190,653 1st Yr. Slav Bitman
$151,067 $174,898
108,626 135,637
87,328 129,840
74,474 92,897
69,762 99,192
67,736 110,340
67,695 81,624
62,699 60,982
54,948 68,489
49,016 59,800
Harrisburg, РА
2. Joshua Goodman
Denver, CO
5. Wayne Hendricks
All Time Record to Beat
Month: $250,859 Net ALP Jim Bianchi
Fred Hadayia
Bill Jennings
Durhon Oldham
Durhon Oldham
Joe Manone
Jatoft-Foti
Steve Greer
Rick Altig
Surace-Smith
Geneser-Geneser
YTD
Production
Name
All Time Record to Beat
| УТО) $1,705,178 1st Yr. Slv Bitman — |
чү
Agent Net ALP
* d. Joshua Goodman $792,448 $970,368 Bill Jennings
* 2. Matthew Hogan 494,274 687,268 Durhon Oldham
* 3. Samuel Cohen 452,512 572964 Fred Hadayia
* 4. Cheryl Foti 324,965 560,005 Jatoft-Foti
* 5. Wayne Hendricks 299,645 441,391 Joc Manone
6. David Wang 286275 529,343 Bob Olson
7. Megan Olson 276,683 519,983 Steve Hartman
8. David Ackerman 251,422 260,881 Eric Giglione
9. Arthur Greene 241,962 269,665 Paul Котис
10. Scott Keeney 241317 309611 Durhon Oldham
NG Rtn SGA
All Time Record to Beat
|. YTD: $2,168,283 Net ALP Paul Rumbuc |
Master General Agent selection guidelines for recognition in the Spotlight are as follows: Must Bove four Pit Year Agents codd and meet ай reduction regairementi.
14
Spotlight July 2006 Ш Think Big!
Menomonee Falls, WI
Regional General Agents
1. Jim Bianchi
Rochester, NY
2. Joshua Goodm
Denver, CO ‘Troy, MI
June Production
Name IY NetALP NG Вы
Agent
Нас $311,666 $438,924. Durhon Oldham
2 Joshua Goodman. 145,476 174,914 Bill Jennings
3. Sonny Gurney 142,362 164,702 Paul Rumbuc
4. Steve Ѕигасе 123249 170,244 Surace-Smith
5. Jon Hance 108,126 110,322 Rick Altig
YTD Production
Name
1. $1,241,496 | $1,947,671 Durhon Oldham
2. JoshuaGoodman | 1,129,785 | 1,360,147 Bill Jennings
3. David Hausman 816,337 | 1,160,494 Eric Giglione
4. Sonny Gurney 791,496 954226 Paul Rumbue
5. AJ O'Connor 574,796 798,735 Steve Greer
Spotlight july 2006 W Think Big!
15
Вопи$ Раде
$Show Me the Money$
PR Bonus*
jualifier SGA Amount
Jacqueline deVooght — Rick Altig $4,864.50
Retention Bonus*
ualifier SGA Amount
Ed Olfert Rick Altig. $4,656.56
"Tara Soderman Rick Altig $4,597.29 Sara T hrailkillle- Steve Greer $2,597.50.
RubenSoberanes — Jatofi-Foti $4,027,04. Копа Pileggi Spano Bob Olson $2,301.38
Max Quasem David Cohen. $3,988.40. Bob Dailey Fred Hadayia $1,660.50.
"Timothy Cruise. Bob Olson. $3,862.22 Robin Andrade НО MA $1,625.00
Carla Miller. John Akers $3,815.41 Kenneth Altizer Marc Morton. $1,426.50
Michael Halbrook Geneser-Geneser $3,745.30. Leo VanDenBussche — Rick Alig, $1,392.31
Joseph Moore Мис Zipper $3,670.00 Heather Cowdrey-Murch Rick Altig $1,323.69
Patrick Parisi. (Chris La Fond $3,586.91 "Timothy Farr Paul Rumbue $1,261.00
Maijargal Sukhbaatar Gleb Ostrovsky, $3,556.38 Barbara Knight Scott Latta $1,228.50
"Total Retention Bonus Paid: $520,084.75 "Total PR Bonus Paid: $48,968.53
497 Producers Qualified.
MGA Bonus* BR Bonus*
Qualifier. SGA Amount alifier. SGA Amount
Samuel Cohen Fred Hadayia $17,007.13 Samuel Cohen Fred Hadayia $5,626.11
Joshua Goodman. Bill Jennings. $9,325.51 Donald Orban Scott Latta $4,804.57.
Cheryl Foti Jatoft-Foti. $7,120.75 Shoshannah Brenner — Jatoft-Foti $4,680.37
John McGrath Rick Altig. $6,852.40 Mathew MacCannell Rick Altig. $4,175.20
Joseph Diecedue Surace-Smith $6,648.09. Christopher Kurz Geneser-Geneser $3,959.55
Jim Bianchi Durhon Oldham $6,280.41 Simon Arias Surace-Smith $3,409.88.
David Garrett. Geneser-Geneser $6,150.69 Stefan Johannsson Altig-Hay $3,047.12
AJ O'Connor Stephen Greer. $5,894.76 Sara Geiger Fred Hadayia $2,778.98
Arthur Greene Paul Rumbue $5,045.24 Beth Snow Jatott-Foti $2,685.61
David Ackerman Ейс Giglione $4,857.94. ParickStengei Ашу $2,678.85
‘Total MGA Bonus Paid: $266,724.09 ‘Total BR Bonus Paid: $183,890.18
113 Managers Qualified 199 Mai ied
* Only the top ten qualifiers in each bonus category are shown. A full list of bonus qualifiers is provided on
the inserts accompanying this magazine.
16 Spotlight uly 2006 Think Big!
New Office Openings
Watch Us Grow!
“Serving the community by the
people in the community to the
у made all the difference
for this office. And we are very
excited about our opening.”
At American Income and National Income, we don't
waste any time. In the spirit of thinking big, many
of our SGAs have expansion efforts in the works.
Listed below are some of the new satellite Agency.
Office openings our SGAs and their Agencies have
completed through the month of June. Take a look!
"This is exciting because it brings the American Income
and National Income names into new hometown
communities across the country.
The Rick Altig Agency
The Rick Altig Agency opened
three new offices.
— Paj Padmawar
“Opening new offices allows us
to penetrate our market more
effectively which in turn means a
greater opportunity today than ever
before for our business owners.”
Kris Barron
Kamloops, BC
MGA: Paj Padmawar
Ce рай У Knoxville, М,
company where your opportuni A / | MGA: Kris Barron
for growth is ей, m nfi Ў =| i Regina, SK
ber thé aly х | МСА: Jennifer Ingimundson & Rory Crockford
| The Altig-Orlovie Agency
More Altig offices with Altig-Orlovics
addition in California,
Yuba City, СА.
MGA: Nadia King
бела йы рл These new offices openings are very important. Tt
APR RE SOARS | shows we are thinking big and focusing on better.
belief E 4 | serving our clients with your new office openings.
Altig to give us the app
Brenda Day at the Home Office and tell us about the
‘exciting news. She can be reached at bday@ailife.com.
SGA РВ! TION
SGA PRODUCTION
JUNE CATEGORY I YTD CATEGORY I
NAME RTN ‘Ast Yr. NET Standard % of Standard NET ALP NAME NG RIN | _1st¥r. NET Standard % of Standard NET ALP
Durhon Oldham ns $327,856 $229,500 мз $459,481 Durhon Oldham ns $1,399,062 $1,273,500 то $2,161,963
Rick Mig ns 786385 598,000 m 141260. Rick Altig BS 3,766,430 3,744,000 101 6,105,173
JUNE CATEGORY II YTD CATEGORY II
NAME NG RTI ЛУ NET | Standard | %ofStandard NETALP. NAME NG RTN Ist Yr, NET Standard | % of Standard NET ALP
Fred Hadayia 90 $150,646. $91,500 165 $174,643 Paul Rumbuc BS $1,033,739 $831,000 124 $91,554,160
Paul Rumbuc ns 200,178 138,500 145 285,55 Fred Hadayia 90 339,836 274,500 14 404,627
Altig-Deley 68.2 128,756 121,000 106 amas
YTD CATEGORY III
NAME NG RTN 1st Yr. NET Standard — | %of Standard NET ALP
JUNE CATEGORY III Bill Jennings 697 $1,115,363 %558,000 20 $1,401,373,
NAME NG RIN istYr.NET | — Standard % of Standard NET ALP Surace-Smith я 106,332 617,400 m 1,643,926
тиу “= sister 30650 MS TURIN Imran Sati вл 879,863 519,000 т 1,141,958
Surace'Smith 7 186,672 108,300 m 263,326 bacca 393 523348 402,000 x m
Mose м wes Ld ki TAN Steve Friedlander ns 502,652 480000 105 924,420
Steve Hartman өз 98,063, 67,000 146 156,652 iore Gre Ha 353 shies ES
Atti Hay 692 78,685 76,000 104 125,343
YTD CATEGORY IV
JUNE CATEGORY IV NAME NG RTN Ast Yr, NET Standard % of Standard NET ALP
NAME RIN ‘Ast Yr. NET Standard % of Standard NET ALP John Akers na $348,308 $261,000 133 $576,758
PT no $46,453 $43,500 107 $87,712 Mark Hancock өл 395,651 390,000 101 655,850
Marc Rosen м 313,802 312,000 an 449,528
JUNE CATEGORY V YTD CATEGORY V
NAME NG RIN ‘Ast Yr. NET Standard % of Standard NET ALP RIN ‘Ast Yr. NET. % of Standard NET ALP
Scott Latta na $49,977 $19,500 ЕЛ $54,218 Chris Hernandez 720 $319,338 $168,000 190 $399,092
Chris Hernandez. no 49,760 28,000 тв 75857 Scott Latta na 205,152 117,000 т5 251,886
Steve Jakubcaak ns 38,774 37,000 105 46765. Steve Jakubczak 728 261,809 222,000 n 313,257
18 Spotlight July 2006 Ш Think Big! Spotlight uly 2006 Ш Think Big! 19
PR Representatives PR Representatives
June Production YTD Production
PR Manager. PR Manager. No. Cards
1. Debbie Enstedt Rick Altig. ^1. Debbie Enstedt 94,420 | Rick Altig
Debbie Enstedt 2. Malka Arony 5,414 | HO CA/Hartman 72. Malka Arony 37.605 | HO CA/Hartman
Winnipeg, MB 3. James Tasker 3,08 |Durhon Oldham 3. Charles Hill 28,018 |Jatoft-Foti
y
All Time PR Card Production Record rd Produc
Month: rds
Category А No, Cards $
1. Jacqueline deVooght| 5,549 | Rick Altig "1. Malka Arony 14208 | HO CA/Hartman
2. LeoVanDenBussche | — 4,535 | Rick Altig 72. Charles Hill 11,760. | Jatoft-Foti
Е Yongki ime EE 3. Robert Dailey 2,342 | Eric Gi 3. Mark Gagliardi 11,167 | Jatofi-Foti
вну, á 4. Robin Andrade 1812 | HO MA 4. Brenda DiSomma. 11436 | Eric Giglione
5. George Farenthold 1,661 |Durhon Oldham. 5. Leo VanDenBussche 10,813 | Rick Altig
Category B No, Cards
1 Surace-Smith “1. Vivian Dwyer 8,778 | Altig-Hay/Bitman.
2. Catherine Briggle | 1,361 | Steve Hartman 72. Irene Rurycz. 7,137 |Surace-Smith
Е 3. Vivian Dwyer 1,29. | Altig-Hay/Bitman 3. Darrell Dorey 6,859. | Imran Sati
Category B: 4. Susan Cooksey 1,098 | Tyrone Conard 4. Catherine Briggle 6,284 | Steve Hartman
5. Brenda Swecker 1,097 |Chris La Fond. 5. Mary Hinterberger | — 6056. | Steve Greer
Irene Rurycz Catherine Briggle
М. Royalton, OH Phoenix, AZ
Month: 55 groups Vivian D
1. Surace-Smith “1, Kenneth Altizer 69 — [Marc Morton
= 2. Kenneth Altizer Marc Morton 72. Richard Case 49 | Surace-Smith
Category С:
ae ae ы ‘||| ener
ji Ke th Alti: 3. Susan Fuldauer Mark Hancock 4. Susan Fuldauer 34 Mark Hancock
Richard Case ENY d 4. John Wagner Steve Jakubczak 5. Jerry Hartnett 33 — [Mare Morton
М. Royalton, OH
tegory A = SGA categories one and two. Category В = SGA categories thre, four, and five. Category C = Top number of group credits signed from all
categorie Public Relations Manager selection guidelines for recognition in the Spotlight ate as follows: Mut have fo PR Representatives coded and met all
production requirements. Also, please note, che numberof leads will be used to break a tie in Category С.
20 Spotlight July 2006 Think Big! Spotlight July 2006 Think Big! 21
Community Involvement
MONETARY DONATIONS
American Income & National Income
+ Donated $5,000 to the Guide Dogs of America.
> Contributed $5,000 to sponsor the CEP Ontario Region
Charity Golf Classic.
+ Presented $25,000 to Americans United,
Wve $5,000 to the Fxonomie Policy Institute.
+ Donated $3,000 to the JLC National Trade Union Council
for the 2006 Human Rights Award Dinner.
‘The Rick Altig Agency
+ Contributed $200 to the Canadian Racing Pigeon Union for
their annual convention,
* Donated $500 to the Canadian Ten Pin Bowling Associations
scholarship fund,
* Presented $500 to the Newfoundland and Labrador Wildlife
Federation,
* Gave $325 to the Firefighters Charity Pund.
* Donated $500 to СЙ/3003 for strike support.
* Contributed $200 to the Idaho Wildlife Association for
convention sponsorship.
* Donated $310 to the CWA Convention in Oregon.
Gave $177.46 to the Oregon Postal Workers Union for
convention prizes,
+ Presented $200 for the ‘Teamsters Joint Council 28 Golf
Tournament.
* Donated $500 to ASPAR.
* Gave $200 to the Ontario Association of Medical Radiation
‘Technologists’ foundation for education of sick children.
> Contributed 8500 to Operating Engineers 801 for their
bursary.
+ Presented $75 to BCTGM for a member gift cettificate,
Donated $400 to the Сена! Indidna Libor Counci
Way Annual Golf Oui : +
. СҮ?
fe blood fo We
The Mark Hancock Agency» 257” №
* Donated 25 boxes of food
Coun
Be sure to submit yc
22
20% Think Big!
‘The Jatoft-Foti Agency
+ Gave $106.19 to the East Bay CUL for their chapter
meeting dinner.
> Donated $211.19 to the Sequoia Chapter for their chapter
meeting and golf tournament.
+ Provided $14.06 to the Fresno Retirees Picnic for a raffle
ited $460 to the Binds Landings Carpenters Shoot
Plumbers Shoot for raffle prizes.
+ Gave $130.47 to the Mt. Diablo North Bay & Sacramento
Valley Chapter Meetings for a тай Пе prize.
* Donated $273.81 to the California Labor Fed Conference.
+ Presented $745.95 to the UFCW States Council Convention,
> Gave $55 to the Teamsters Retiree Club of Santa Clara
County for their annual luncheon.
с ted $1,000 to the Plasterers and Cement Masons to
sponsor their golf tournament.
"The Chris La Fond Agency
+ Donated $1,000, along with the Durhon Oldham and Fred
Hadayia Agencies, to the P4 AFL-CIO Working Families
Trap Shoot.
* Gave $200 to the Westmoreland County Area Labor
Management Committee for their golf outing.
> Contributed $100 to Westeo FCUS 37th Antal’
* Donated $100 to the George Hi
Tournament.
* Gave $50 to RWAW 37
> Donated $100 to
А for their golf tournament.
_ Total $55,884.13
Agent Hints and Tips
Our Customers
Does your Agency have a significant way to recognize
your customers? Are they aware that you appreciate
their loyalty? Or do you sometimes forget they are
our most valuable assets?
It is not unusual to take customers for granted,
and this all-too-common problem can be the first
sign of a decline in business. The act of taking
your customers for granted can be a result of many
different issues — a desire for market growth while
hoping your market base doesn't erode, constantly
seeking more profitable business and forgetting the
business that got you started, arrogance, short-term
thinking, indifference, or maybe even just laziness.
Everyone has worked hard to get the customers they
already have. We now need to work just as hard to
keep them. We all know that constantly seeking and
winning new accounts but losing existing ones in the
process is bad business. There is also little doubt that
failing to grow new business while exerting too much
effort on maintaining existing accounts can be just as
hazardous. The secret is to find the perfect balance
between servicing and “prospecting,” and between
selling and maintaining.
"The magazine Benefits Selling suggests several ways
to “recognize, reward, reinforce, and reinvent” our
relationships with our customers:
* Send a newsletter or e-mail with notice of
upcoming events or activites on relevant and
usefull information.
* Send “customer only" special gifts, cards, ог
holiday greetings.
* Consider starting a customer appreciation
Hall of Fame at your office, designed to
recognize years of commitment, dedications to
a profession, business successes, etc.
AIL of these activities clearly show the customers
that you recognize, appreciate, and value their
business. If you remove this and treat your clients as
nothing more than ALP, they will lose any sense of
connection or reciprocal commitment to you.
"The concept of reciprocity is а simple one —
people treat you the way you treat them, This
concept holds true whether you are talking about
a sales relationship, a romance, a family, or a long-
term business arrangement, because all of these
relationships are between people, Our business is
about people and providing the best service possible
to them, and we always need to keep this in mind.
Remember — customers who feel appreciated аге
more likely to offer referrals so their friends and
family can experience the same first-class treatment.
People want to feel valued, appreciated, important,
and significant. Have you ever felt taken advantage
of, underappreciated, or even abused? You would go
to efforts to find another company if you did. Why
wouldn't our clients do the same thing?
Spotlight July 2006 Ш Think Big! 23
Spa Oasis with Waterfall Treatment
CI ZEE JUST THINK BIG! |
SCOTTSDALE PRINCESS May 17-20, 2007 |
Jacqueline deVooght.
Sara'Thrailkillle
Rona Pileggi Spano
Bob Dailey
Robin Andrade
Kenneth Altizer
Leo VanDenBussche
Не
her Cowdrey-Murch.
Barbara Knight
Brenda DiSomma
Darrell Dorey
Lori Quinn-Rozzell
Kelli Flora
Janice Howard
Malka Arony
Kelly Bittle
Irene Ruryez
Richard Case
Renee Flannery
Thomas Schrader
Shannon Walker
Laurie Onasch
Jerry Hartnett
Sharon Wright
Mark Gagliardi
George Farenthold
Heidi Gale
Alaina Latinsk
Camilla LoFranco
James Tasker
Brenda Swecker
Susan Fuldauer
Melanie Webb
Vivian Dwyer
John Wagner
Mary Hinterberger
Cheryl Cook
Ulyssia Williams
Catherine Briggle
enise McDonald
William Sauers
Julia Mulford
Frances Christie
David Blaisdell
Bill Verbe
Public Relations Bonus
Qualifiers
$4,864.50
$2,597.50
$2,301.38
$1,660.50
$1,625.00
$1,426.50
$1,392.31
$1,323.69
$1,261.00
$1,228.50
$1,185.12
$1,146.00
$1,095.00
$1,063.50
$1,025.89
$1,013.50
$1,003.04
$795.00
$737.50
$729.00
$612.50
$600.00
$595.61
$582.00
$557.00
$540.00
$531.50
$520.18
$514.50
$507.00
$497.50
$485.50
$477.00
$458.00
$453.00
$453.00
$438.88
$434.50
$417.00
$382.50
$379.50
$377.00
$327.00
$324.00
$323.00
$319.50
$317.50
$295.00
$286.50
Patti Morgan
Charles Hill
Krissa Hensley
AI Wall
Daryl Barnett
Tracy Smith
Marilyn Gonzalez
Pater Nielsen
Deborah French-Gorman
Randy Stockley
Becky Cutler
Donald Spohn
Кем
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Susan Cooksey
Joe Galusha
Holly Dichiaro
Rachelle Valdez
Erica Dalager
Mario Soljan
Kathy Stone Santos
Casandra Robinson.
Michelle Baxter
David Provencher
Larry L
Brett Neal
Total
$48,968.53
$284.00
$283.22
$245.00
$242.90
$242.50
$240.00
$229.50
$225.00
$202.50
$198.50
$193.50
$183.50
$181.50
$171.51
$171.08
$169.50
$163.50
$160.00
$143.00
$142.50
$137.75
$132.00
$126.00
$118.39
$102.00
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Spotlight July 2006 № Think Big!
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Spotlight July 2006 WI Think Big!
Live Music
Archive
Librivox
Free Audio
Metropolitan Museum
Cleveland
Museum of Art
Internet
Arcade
Console Living Room
Open Library
American
Libraries
TV News
Understanding
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